"Its not the right time" - OBJECTION HANDLING · Selling Online / Prime Mover

Tony Klein

Feb 28 (edited) • Intro's & General Discussion

"Its not the right time" - OBJECTION HANDLING

Here's how I kill this objection, it's really simple

Before we go onto what to say, let's focus on why we say it

Prospects (and us) think that if we push things off, things will get better

This is wrong for simple reasons

You want to lose 50 pounds, but you keep pushing off going to the gym,

Why? Because you don't want to make a change.

Well... your prospects are the same way

But here's where the catch comes in

You have to realize if it's an objection or a condition

What is a condition?

Genuinely having no money to invest

Genuinely not qualified to invest

Things that aren't objections

Sometimes you have to see that the spot where they are in life, won't serve them if they join your program

So first thing, realize, is it an objection or condition

If it's an objection, cool let's work with that

We now can address it by helping the prospect realize that this is a fear, and it's only going to hold them back

And you do this by asking them when the right time will be

This way you show them that it's never going to be the right time

Pro tip: a good way of knowing if the prospect is pushing things off is asking if they've said the exact same thing months and months ago whilst having the problem in their life

This is fear, fear of what? I don't know

It might be fear that if they take on the program, they'll have no time, fear that they'll have to put their focus on the program 100%, etc.

Time, all related to priorities

So here's how it would go...

"Not the right time right now"

"I get that, you have priorities, we all do. Mind if I ask a question?"

"sure"

"when do you think would be the right time for you just to see when you'll be confident to make a decision to (INSERT PAIN)"

"Probably 6 months from now"

"Ok no worries, do you think you'll be more busier 6 months from now?"

"I think yeah"

"Ok and when this problem started to occur in your life 6 months ago, would you say generally you had more time and more opportunities to prevent it?"

"yeah you're right probably, had more time"

"Ok so if you push things off and wait another 6 months, how bad do you think this problem will get?"

"Way worse probably"

"Ok and do you want that to happen?"

"No"

"Ok so why do you think we're on this call? Because it's already been getting worse within the last 6 months. Let's draw a line in the sand and prevent this from getting any worse than it already is, do you want to stop (INSERT FUTURE PAIN) from happening?"

"Yeah"

"Ok so let's do it, let's draw that line in the sand"

BOOM!

Now you handle the next objection or you send them the payment link.

Overall, time objections are just helping them see the priorities.

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